Sales growth coaching: a path to better collaboration with purchasing (1 day)

When a company works with larger customer relationships, new types of expertise are required from sales, because in these customers, the purchasing process is often handled by procurement specialists from a professional purchasing organization.

In these customer relationships, it is good to understand

• How does the purchase work?
• How is procurement measured and how are they rewarded?
• What to do when a professional buyer comes to the table?
• How will sales, quotation and contract processes change in terms of influencing?
• especially if there are messages from the buyer, what is that a sign of, what is the buyer aiming for?

The goal of sales growth coaching is to increase salespeople's ability to answer, among other things, the following questions:

• What are the typical strategies and tactics of a purchasing organization?
• What metrics are used to measure a buyer?
• What liberties can a seller take within the purchasing process defined by the customer, and what about outside of it?
• What skills are required of a seller when the sales process is carried out with a professional buyer compared to when selling directly to a decision-maker?

The training is implemented using a participatory, interactive method based on the participants' own insights.

Before training

• agree on the objectives, content, structure and duration

Training

Opening, introduction and goals

• What do I expect from the opportunity?

Procurement roles and responsibilities

• Identifying key operating models and roles in customer relationships
• What are the typical strategies and tactics of a purchasing organization?

Supplier classification

• Identification of current and target supplier categories in customer relationships and related measures
• What liberties can I take for myself within the customer-defined purchasing process, and what about outside of it?

Procurement purchasing tactics

• Choosing alternative sales tactics for a customer or project
• What are the typical strategies and tactics of a purchasing organization? (continued)

Procurement goals and metrics

• The impact of sales projects on various customer goals and metrics
• What metrics are used to measure a buyer?

Sales and purchasing in synergy

• Changes in skills
• What skills are required of a seller when the sales process is carried out with a professional buyer compared to when selling directly to a decision-maker?

The event ends.

• Review and feedback

After training

• training summary and feedback
• follow-up development activities

• Coaching tailored to the team and client. Goals, content, structure and duration are agreed upon before the training. Number of participants: maximum group size 15
• Duration 1 day, can be implemented in 1-3 parts as face-to-face, mixed-format or distance learning. The training may include preliminary, intermediate and final assignments according to the agreement.
• The price includes training materials. The training will be invoiced in one installment approximately two weeks before the start of the training and it is possible to cancel it free of charge 14 days before the start of the training.
• The price includes 24% VAT. The customer is responsible for travel, accommodation and other practical arrangements and their costs. Depending on the location of the training venue, travel costs may be charged.
• We will contact you within 24 hours of your order.